Sales coaching can help your team make huge strides. One study shows it can lead to an 88% increase in productivity, compared to just 23% from sales training alone. Companies with a formal coaching process also tend to attain 91% of their quotas, compared to 85% for those with a less-structured approach.
Incorporating group coaching can be a powerful way to scale your efforts. Not only can team members benefit from each other’s perspectives and problem-solving approaches, but it can happen without one-on-one sessions.
Hope Chen, a contributor to the Torch blog, says that group coaching programs can be highly impactful for both companies and employees. She points out studies that show how these programs can help employees grow in many crucial areas, including communication and self-awareness. However, group coaching programs must be designed well to reap the benefits.
In this issue of PromoPro Daily, we explain her thoughts on what companies should consider before launching a group coaching program.
1. Choose participants wisely. Chen says that since participants work collaboratively in group coaching, it’s important to create a healthy environment and mix of people. She suggests thinking about what potential group members have in common, noting that groups are more effective when their members share similar social identities, skill gaps or challenges. Familiarity also matters. You don’t want a group where everyone already knows each other well. This can sometimes make the conversation feel lopsided in favor of issues specific to that particular team.
2. Ensure group members attend the meetings. Scheduling is an important factor to consider with group coaching programs. Chen says no participant should be assigned to a group if they can’t attend that group’s first meeting. This is a critical time for developing rapport. Beyond the first meeting, you can ensure a positive group experience by emphasizing attendance and availability.
3. Be consistent with the coaches. Chen advises against holding all group sessions at the same time with different coaches. Instead, assign the same coach to all groups with a program. She says this provides consistency within different cohorts and helps ensure everyone is growing in alignment with each other and the organization.
4. Keep people engaged. You can get the most out of your group coaching programs when group members participate fully. How can you boost engagement? Chen recommends making it as easy as possible for attendees to participate. This might mean ensuring managers are on board with employees attending sessions. You could also ensure they have the resources they need to continue growing in their role.
If you’ve typically only done one-on-one coaching, try incorporating some group coaching. It can improve collaboration among sales reps and lead to a more supportive team environment.
Compiled by Audrey Sellers
Source: Hope Chen is a contributor to the Torch blog. Torch is a learning and development company that helps businesses manage and measure employee growth.
